This insightful new textbook provides comprehensive coverage of the theories and practices key to negotiating business deals in the twenty-first century. Employing a holistic framework, it offers an understanding of the factors that influence the negotiation process, the challenges associated with negotiating across borders and the strategies used by negotiators.   Key features include:   An inclusive and systematic framework for international business negotiations, which can be applied in any negotiation contextDiscussions of conflict resolution and strategies used in negotiating various types of contracts, providing students with a valuable toolset for handling complex and difficult negotiationsContemporary case studies and international real-world examples, which reinforce student understanding of negotiation tacticsIn-depth illustrations of crucial negotiation theories and methodologies, offering students a strong academic foundation for negotiation practice.   Enlightening and comprehensive, this book is an essential text for students of international business negotiations and global strategic management, and is ideal for course leaders in need of an integrated textbook which offers both a theoretical foundation and practical guidance on the landscape of negotiating internationally.
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Contents: Part One: The importance of business negotiations 1. The Nature of Negotiations 2. Conflict Resolution 3. Theoretical Bases for International Business Negotiations 4. Culture in International Business Negotiations Part Two: Factors influencing international negotiations 5. The Importance of Communication in Negotiations 6. Individuals and Personalities Part three: Negotiation Process 7. Negotiation Context 8. The Process of International Business Negotiations 9. Strategies and Tactics in International Business Negotiations 10. Ethics in International Business Negotiations 11. Negotiating Different Types of Contract Part four: Negotiation Effectively 12. Negotiating Around the World 13. Guidelines for International Business Negotiations References Index
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Produktdetaljer

ISBN
9781788978392
Publisert
2020-10-27
Utgiver
Vendor
Edward Elgar Publishing Ltd
Høyde
244 mm
Bredde
169 mm
Aldersnivå
U, 05
Språk
Product language
Engelsk
Format
Product format
Heftet
Antall sider
304

Biographical note

Pervez N. Ghauri, Professor of International Business, The Department of Strategy and International Business, University of Birmingham, Ursula F. Ott, Professor of International Business, Nottingham Trent University, UK and Hussain G. Rammal, Associate Professor of International Business and Strategy, University of Technology Sydney, Australia